Today's customers are looking for a whole range of products and services to meet their business and personal needs.
Technological changes, sales automation, deregulation and the global economy have blurred many of the product differences, while at the same time stimulating a highly competitive selling environment.
Your product on its own will no longer stimulate a sale. Your customers can buy virtually the same product at the same price elsewhere, so why should they buy from you?
Research tells us that customers appreciate a salesperson with empathy - the ability to develop a total solution as against simply presenting a product.
Customers appreciate the efficiency of new technologies but still want the human touch.
Sales is a career that demands extraordinary dedication. The reactions of prospective customers can be hostile or humiliating, and the financial rewards are variable.